Senior Lead - Sales Distributors

In short

We are excited to offer the position of Senior Lead of Sales, LATAM & CAC (Distributor Markets) to a highly strategic, commercially experienced, and collaborative member of our diverse team. In this role, you will partner closely with the Distributor Director to implement and accelerate the long-term sales, commercial, and brand strategy across all distributor-led markets in Latin America and the Caribbean. This is a key omnichannel role where you will be directly accountable for commercial health, strategic pricing, contract negotiations, inventory management, and premium brand presentation across wholesale, e-commerce, and partner-managed retail stores. By establishing robust 5-year business plans with critical distributor partners, your goal is to build deep, sustainable, and profitable growth, bringing On's mission to life across the region: to ignite the human spirit through movement.

Your story

• Experience: 10+ years of progressive sales, commercial management, or key account experience within the footwear, sports performance, fashion, or premium consumer goods industry. Experience working directly with distributor business models..
• Negotiation & Financial Acumen: Demonstrated expertise in contract negotiation, setting discount structures, and managing complex commercial agreements with external business partners.
• Pricing Expertise: Proven experience in shaping and executing retail pricing strategies across multiple international territories, with a strong understanding of currency fluctuations and margin implications.
• Omnichannel Knowledge: Track record of managing multi-channel operations, with deep understanding of retail math, inventory allocation, e-commerce dynamics, and brick-and-mortar retail KPIs.
• Strategic Planning: Proven experience designing and implementing multi-year strategic joint business plans with major commercial partners.
• Analytical Mindset: An analytics expert who proactively leverages data to extract commercial insights, optimize inventory levels, evaluate commercial margins, and make informed business decisions.
• Relationship Builder: A highly empathetic, culturally aware collaborator capable of building trust, negotiating win-win outcomes, and driving results with diverse distributor partners across multiple countries without direct authority.
• Adaptability & Growth: A self-starter who thrives in fast-paced, ambiguous environments, with a strong commitment to premium execution and the On culture.
• Languages: Fully fluent in both English and Spanish (written and spoken) is required.
• Travel: Open and available to travel approximately 20-30% of the time within the region to visit key distributor markets.

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